Avoid Mistakes, Take Action, Overcome Resistance
The Forbes Success Calendar for July 30, 2009 had the following quote:
"More people would learn from their mistakes if they weren't so busy denying that they made them." Anonymous
Great quote.
Works great in sales too. Your salespeople would have more success changing the minds of their prospects if they weren't so busy denying them of their opinions, trying to push facts and features, benefits and value propositions, and proof and examples down their throats. You don't change people's minds by using logic on them. You change people's minds by eliminating their resistance instead of increasing it. Resistance is the Enemy! You can read more by reading my recent article on Resistance.
Two days earlier, on July 28, The Forbes Success Calendar had this quote:
Action may not always bring happiness; but here is no happiness without action. Benjamin Disraeli
That is sales in a nutshell! If you don't hold your salespeople accountable for action (measurable activity) each day, there won't be any sales happiness. Speaking of some action you can take, ZoomInfo has declared Wednesday, August 26, 2009, Free B2B Intelligence Day. You can have free, unlimited access to their deep intelligence on 45M business people at 5M companies - all day. If you would like to participate in their promotion, click http://go.zoominfo.com/content/2427ZoomInfoDay.
Finally, my guest on Wednesday's edition of Meet the Sales Experts will be Sales Development Expert, Rocky LaGrone.
Avoid Mistakes Take Action Overcome Resistance - To learn more about this author, visit Dave Kurlan's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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